HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. They list their needs in RFP documents that are hundreds of pages in length. Customers will go to great lengths to reduce the stress of buying.

Study 146

Study B2B Penetration Lead Rank 146

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. As a result, very few companies realize the gains promised by these studies. Sales managers need a formal sales coaching plan document to capture individual sales rep coaching plans. Sales Coaching Plan. Field Coaching Report.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. As a result, very few companies realize the gains promised by these studies. Sales managers need a formal sales coaching plan document to capture individual sales rep coaching plans. Sales Coaching Plan. Field Coaching Report.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Sales and Marketing Management

MARCH 9, 2021

That’s because with risk comes opportunity. Minimize your competitive risk by doing a SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats, look it up if you aren’t familiar) to brainstorm strategies in advance. You need to be ready to put stuff on the line. There is little risk in that, but there is little reward, too.

Face-to-face 177

Face-to-face Microsoft Competition Influencer 177

Accent Technologies

SEPTEMBER 24, 2023

How the transformation unfolded—from search to knowledgebase Gone were the days of endlessly scouring through documents, hoping to extract that one nugget of information. And if you needed documentation or specific content? Within seconds, he gets a concise answer, backed by recent case studies and customer testimonials.

Enterprise 59

Enterprise Enterprise Case Study Face-to-face 59

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents.

Strategy 52

Strategy Decision Maker Proposal How To 52

Distribution Pricing Journal

SEPTEMBER 20, 2023

This allows an analyst to make real-time adjustments in response to new data and grab ahold of opportunities for bigger margins.” There’s also the missed opportunity for impromptu meetings with sales reps who often have valuable anecdotes and real market data about pricing to share. “The drawbacks are significant too.

Distribution 97

Distribution Infor Face-to-face Hiring 97

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Zoominfo

JULY 25, 2022

This also gives people the opportunity to work from states with cheaper rents or places where they can afford to own a home. A study about group dynamics at the University of Michigan found that as little as 10 minutes of interpersonal interaction can improve cognitive performance.

Lead Rank 130

Lead Rank Apparel Policies Distribution 130

Apptivo

OCTOBER 3, 2022

Whenever and however a prospect decides to proactively interact with the brand, marketers need to be prepared to engage and utilize the opportunity to sample or experience the product or service in some way. Look at the way Perfume companies market themselves at Malls giving free samples and creating opportunities to experience the product.

Marketing 98

Marketing Lead Rank Lead Scoring Loyalty 98

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. As a result, very few companies realize the gains promised by these studies. Time in field: 17% increase in performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Sales and Marketing Management

MAY 4, 2020

A study we conducted found that having a logo at the top of your email increases your response rate by up to 12%. You’re missing opportunities to gain insight. . When you have a document or file to send to a prospect or customer, how do you send it? In this scenario, your problem is a lack of branding.

Email Marketing 265

Email Marketing Marketing Follow-up Data 265

PandaDoc

APRIL 24, 2023

Typical types of content involved in a sales enablement strategy include case studies, testimonials, product sheets, messaging guides, articles, email templates, ebooks, reports, and whitepapers. It’s much easier to pull together such disparate content if you use a document management solution like PandaDoc.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Sales and Marketing Management

MAY 4, 2020

A study we conducted found that having a logo at the top of your email increases your response rate by up to 12%. You’re missing opportunities to gain insight. . When you have a document or file to send to a prospect or customer, how do you send it? In this scenario, your problem is a lack of branding.

Email Marketing 248

Email Marketing Marketing Follow-up Data 248

SBI

OCTOBER 17, 2017

Unfortunately, it’s at the finish line where many sales opportunities stumble and fall, preventing the successful close of the deal. According to an IDC report, Bridging the Document Disconnect in Sales , although most business today is digital, 56 percent of executives still rely on paper to sign contracts and close deals.

Face-to-face 139

Face-to-face Margin Closing Study 139

Zoominfo

SEPTEMBER 24, 2021

A Hinge Research Institute study indicated that greater sales automation adoption is a characteristic of high-growth firms , which it defines as businesses that have a compound annual growth rate of 20 percent or greater over a three-year period. Source: High Growth Study 2021, published by the Hinge Research Institute. percent vs. 16.6

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

Zoominfo

JULY 25, 2022

This is a critical point at which a company has the opportunity to build a strong understanding of the company’s culture. A study by Great Place to Work found that productivity increased sharply at the start of the pandemic in 2020. A new employee receives their laptop and begins the remote onboarding process.

Lead Rank 130

Lead Rank Compensation Journal Retention 130

Hubspot Sales

JUNE 29, 2023

The Pros of Working in Insurance Sales Tony Caldwell , author, speaker, and mentor in the industry, says, “Working in insurance offers tremendous opportunities to build a profitable, challenging, and satisfying professional career.” Lots of Paperwork Documentation is necessary to show the evidence of a contract. Here's why.

Insurance 94

Insurance Insurance Salary Policies 94

Showpad

DECEMBER 16, 2020

But think about those that found a new opportunity and started a new job completely remote. Studies show that around 69% of employees will stay with a company long-term if they had a good onboarding experience. . Streamlining it this way can help you avoid confusion and extra documentation that isn’t necessary. .

Hiring 105

Hiring Face-to-face Insurance Insurance 105

Sales and Marketing Management

OCTOBER 24, 2019

But, despite these benefits, many businesses implementing loyalty programs fall behind when it comes to communication, resulting in missed opportunities to increase customer loyalty and drive sales. So why aren’t more businesses embracing communication within their customer loyalty programs? Quick Response.

Loyalty 120

Loyalty Customer Consumer Study 120

Partners in Excellence

APRIL 19, 2022

I was naturally curious and read a lot, studied, hung out with bankers. Likewise, I studied my account and their competitors. I analyzed performance–I could look at all their reporting documents, plus, because of the relationships I built, I had good perspectives on internal performance data. They look at emerging trends.

Customer 98

Customer Banking Fashion Study 98

DocSend

JUNE 21, 2022

You’ll know exactly when your documents are forwarded to and viewed by other stakeholders within the company. DocSend’s document analytics gives sales reps x-ray vision into exactly how prospects are engaging with your collateral. It justifies greater spend on whitepapers or case studies since you can actually tie data to them. .

Scale 88

Scale Closing Collateral Top of Funnel 88

Janek Performance Group

FEBRUARY 1, 2022

In addition, these activities can reveal their true motivation and sales acumen: Ask them to highlight an instance where they had to “think like an entrepreneur” Ask about specific leadership skills (for example, starting a new business initiative) Ask them to recommend a feasible solution to a real-life customer case study.

Hiring 118

Hiring How To Coaching Retention 118

Highspot

JANUARY 29, 2024

Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities. Build on Success Stories: Share success stories or case studies that resonate with the prospect’s situation. Offer strategies for turning objections into opportunities.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Apptivo

JULY 25, 2023

“A complaining customer can be your best opportunity to show how good you are …. Unforgettable Customer Service: Real-Life case studies of Effective Complaint Handling 3. Learn, and Learn More Document and analyze complaint details, solutions, and the feedback received to identify patterns or trends in customer complaints.

Customer 52

Customer Case Study Loyalty Customer Service 52

The Spiff Blog

JANUARY 9, 2024

The documentation you provide to sales reps— playbooks, call scripts, etc.— Plan your ramp-up periods around a series of interactive training sessions, where new reps will shadow experienced salespeople, sit in on calls, study and discuss recordings of successful sales calls, and so on. Prioritize interactive training.

Banking 84

Banking Hiring Churn Scale 84

SBI

MARCH 1, 2018

Despite knowing this, many studies show that we’re doing anything but responding quickly. Several studies indicate that sales reps only spend approximately 35% of their time selling, which means 65% of their time is not dedicated to following-up leads. They’re missing out on sales opportunities due to a lack of speed.

VanillaSoft 139

VanillaSoft Leads Marketing Qualified Lead Top of Funnel 139

SBI Growth

JANUARY 19, 2014

Opportunities slip through the cracks. Download our New Rep Onboarding Checklist document for 4 weeks of successful training. Personas and buying process maps should be studied to ensure buyer alignment. Opportunity Entry. Territories underperform. Give your new hires the chance they need to be successful. Activity Entry.

Hiring 275

Hiring Policies Territories System 275

Hubspot Sales

NOVEMBER 4, 2020

Plenty of scientists dedicate a significant portion of their careers studying a potential chemical reaction — only to find it's not actually possible. Here, we'll learn more about what that kind of document is, see what should be on the one you create, and get a template for one your business can use. Download the Template Here.

Face-to-face 113

Face-to-face Chemicals Hubspot Energy 113

Hubspot Sales

AUGUST 2, 2021

Customer visits provide a unique opportunity to gather honest and in-the-moment insight into what your customers need and want. And documenting it for future sales opportunities and your product team is one of the more productive actions you can take during a customer visit. Testimonials and Case Studies. 12pm: Lunch.

Customer 129

Customer Face-to-face How To Case Study 129

Pipeliner

JUNE 19, 2023

Global Perspective and International Opportunities A global perspective is essential for companies to succeed in today’s interconnected world. In addition, many MBA schools enable their students to have first-hand exposure to international business through internships, exchange programs, and study-abroad opportunities.

Networking 52

Networking Analysis Education Resources 52

Sales Hacker

JULY 2, 2020

One study from OnPoint Consulting examined 50 remote teams and found that around 27% weren’t performing at their best. To keep your team members as productive and engaged as possible in this new environment, you need to create a world where they can access documents on the cloud, track their progress, and collaborate with team members.

Face-to-face 125

Face-to-face Guidelines Lead Rank Lead Scoring 125

SBI

MARCH 7, 2019

Every interaction with your customer is an opportunity to delight or disappoint them, and sales is often one of the first interactions, setting the tone for the customer relationship. A Hubspot study shows that while 82 percent of sales people believe they provide value to buyers, only 34 percent of customers believe the same.

Customer 94

Customer Transportation Buyer Face-to-face 94

Allego

SEPTEMBER 28, 2021

This enables them to monitor and document their learning and performance progress. Then, once hiring opportunities and promotional opportunities become available, they’re able to share this virtual portfolio with hiring managers to be able to differentiate themselves from other candidates.”.

Hiring 112

Hiring Microsoft Channels Compensation 112

Sales and Marketing Management

JULY 27, 2017

While CRM systems promise to provide information that can improve the sales process, the truth is that they can often slow the entire cycle by asking the rep to document numerous details about the opportunity in a way that helps the salesperson’s employer, but not the salesperson or the customer.

Discount 149

Discount CRM Collateral Case Study 149

Pipeliner

SEPTEMBER 2, 2021

But if you stay organized and use your time wisely, you can still study and work on your startup business. Consider putting up flyers in local libraries and stores; many parents would welcome the opportunity to have a current college student assist their high school students with school work. School may take up a lot of your time.

Transportation 96

Transportation Social Media Advertising Advertising 96

Miller Heiman Group

FEBRUARY 20, 2020

In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management. Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. Define Sales Coaching.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80